How aligned is your sales team?
The CEO sets the strategic goals and a 5-year plan but somehow the sales bookings never materialise on time and to the required value.
You need an independent, objective view on current sales processes, reporting, capability and readiness for growth.
I provide a limited-time engagement to help organisations establish the alignment within their B2B sales function as they prepare for revenue expansion.
Fast and efficient; delivering immediate actions
Suitable for any industry vertical
Expert guidance from an experienced, new business professional
Based on a proven methodology
Modular Sales Execution
Every step of the sales process is broken down to analyse alignment to the stated strategic objectives of the organisation.
Two modules focus on core alignment and two on how well the team is set up to deliver exponential growth targets:
Operational alignment
Target market analysis, funnel management, forecasting, quota setting, loss reviews, sales cycle management, sales reporting, AI deployment, causality analysis
Salesforce capability
Compatibility to target customer base, recruiting to a skillset, onboarding, skill development, quality of sales interactions, incentive scheme levers
Land and Expand
Upsell to existing customers, addressable market by vertical, “voice of the customer”, competitor analysis, target buyer profiling, pitch rehearsal
Channel and Alliances
Partner profiling, margin allocation, 3rd party seller incentives, sales reporting, marketing funds, wallet share measurement, conflict resolution
The process
A consistent approach for each of the modules to assess the sales alignment to the strategic goals of the organisation.
Suitable for start-ups or global businesses, in any industry vertical.
1
Step One: Off site preparation
Each module has a defined list of sales data reports and strategic goals that are applicable to any enterprise. These are required one week ahead of site visits to familiarise your consultant with the vernacular of the organisation and commence analysing leading and lag indicators.
2
Step Two: On site assessment
The next 3 weeks are spent inside the organisation, working with sales teams, adjacent functions and business leaders. Every interaction is templated to establish the actual levels of integration within a sales function to operate at maximum effectiveness.
3
Step Three: Recommendations
Finally, you will receive a detailed report and presentation by the end of week 5 to identify alignment opportunities and unrealised growth potential for the organisation.
Why me?
B2B specialist with 35 years’ experience in taking new propositions to market. Possessing an exceptional breadth of experience across sales environments from start-ups to global leaders:
Enterprise Sales
Initial career as graduate sales trainee for Whitbread plc, managed a territory of 80 free trade customers. Grew volumes by 10% in Year 1.
VP for Tata Interactive Systems winning bespoke software contracts by gaining preferred supplier status for 5 of FTSE Top 10. £1m bookings in Year 1.
Member of Tata Communications UK Management team, increasing revenues by 300% in 3 years.
Start-up Sales
Launched the first online portal for the pub industry during the dotcom boom. Exit by trade sale.
Joined a start-up (Creative Learning Media) as #7 employee, selling compliance software to managed hospitality retail groups. £2m annual recurring revenue (35% of total sales).
Helped founders achieve trade sale exit to ThirdForce and remained to continue the growth to over 200 employees.
Channel & Alliance
Increased volumes by 30% in Whitbread Wholesale division, the high margin growth engine for the Beer Company.
EMEA sales channel lead for Tata Communications ($2.5bn global network provider) managing relationship with Cisco and Microsoft.
Head of Tech Alliances, creating “1+1=3” value propositions on Cyber Security with strategic partners. 130% of target in Year 1.
Next steps
Initial discussion to agree what stage of sales maturity is needed within your business and which module will add most value.